You know that closing leads is absolutely necessary to growing your property management business. If your company happens to be struggling in that area or you want to challenge yourself to close even more leads this month than you did last month, take a look at these three tips for closing more property management leads.
Take the time to study your clients and really learn their pain points. Once you really get to know your customer, you can figure out how your value proposition fits the current needs of that customer. Instead of using the same sales pitch on every lead, customize how you present your products and services so you can really speak to that specific client. At Fourandhalf, we are fond of the 80/20 rule, and we’ve created our own variation of that rule which is: spend 80 percent of your time listening and 20 percent of your time talking. The more listening you do, the more information you will be able to gather about what those clients are looking for. Then, you can explain how your services match those needs.
Show those leads you are reliable and dependable from your first conversation. Always ask for specific dates and times for follow up appointments. Demonstrate that you are knowledgeable and willing to share information by offering updates on your market and your services. Keep clients aware of what you have to offer. Make sure you are consistently available for any questions or concerns they might have. You cannot close leads if you stop taking calls or responding to emails.
Respond to any leads as soon as possible with a call or an email. It’s always best to respond to those leads within five to 10 minutes of receiving them. The sooner the better, especially if you want to have an advantage over your competition. Keep yourself organized so you know exactly how that lead heard about you and where they contacted you first. Your initial conversation with that potential client needs to have you looking and sounding smart, helpful and valuable.
Incorporate these three tips into your sales and business development plans, and see how many more leads you’re able to close. If you have any questions about what else you could be doing to attract more landlords and investors to your property management company, contact us at Fourandhalf and we’ll help you in any way we can.